auto dealer in black and red logo
MenuMENU
SearchSEARCH

Dealers’ Sentiment Flat in Q3

Cox index shows independents, though, have a bleak outlook.

September 8, 2023
Dealers’ Sentiment Flat in Q3

Franchised dealers' outlook and profits are well above those of independents.

IMAGE: Pexels/Torsten Dettlaff

1 min to read


U.S. auto dealers’ views on their business and the industry as a whole were flat in the third quarter, Cox Automotive’s Dealer Sentiment Index shows.

It said high interest rates and concerns about the overall economy kept dealers’ outlook from rising, despite robust sales.

The current-market index came in at 45; Cox considers 50 to indicate most dealers’ consider the economy to be strong, and this was the fifth quarter in a row that that threshold wasn’t met. The index’s record high was 67 in the second quarter of 2021.

Cox said franchised dealers are more optimistic than their independent cohorts, measuring 57 on the index, up a point quarter-over-quarter, compared to 41 for independents, down one point.

Its three-month outlook index fell two points to 45, also with franchised dealers more optimistic than independents.

“Franchised dealer optimism is on the rise, whereas independents are less hopeful due to affordability issues that more acutely affect the used-vehicle market and their businesses,” said Cox Automotive Chief Economist Jonathan Smoke, who pointed out that the auto sector held steady from last quarter.

Overall profits, though well off pandemic highs now, are still elevated for franchised dealers but are near an all-time low for independents, whose profit index sits at 35, “well below long-term averages.”

More Dealer Ops

Dealer Opsby StaffSeptember 8, 2025

Cox Automotive Acquires Inspection Firm

Full ownership of Alliance Inspection Management, or AiM, meant to unlock growth for Manheim inspection capabilities

Read More →
Dealer Opsby StaffAugust 26, 2025

Assurant Expands Partnership With Holman

Extended collaboration delivers training, products and performance development to 30 newly acquired Holman dealerships

Read More →
Dealer Opsby Hannah MitchellAugust 26, 2025

Franchises, Throughput Down in First Half

A handful of states see franchise growth through June, while EV sales per store boost overall business in U.S.

Read More →
Ad Loading...
SalesAugust 25, 2025

How to Build a High-Performance Sales and F&I Team

Performance and profits start with people chosen and led the right way.

Read More →
Dealer Opsby Hannah MitchellAugust 19, 2025

Buy-Sells Up in Q2

Kerrigan metrics show there’s plenty of demand, though many sellers are waiting to pull the trigger.

Read More →
Graphic for July 15, 2025 webinar “Driving Directions to Your Secure Auto Destination,” listing vehicle theft, vandalism, insurance losses, and other security risks with a laptop meeting image.
Dealer Opsby StaffAugust 14, 2025

Webinar Gives Driving Directions for Vehicle Security

Free on-demand session shares solutions for securing vehicle storage and parking facilities.

Read More →
Ad Loading...
Dealer Opsby Hannah MitchellAugust 7, 2025

Own Your Missteps

We all mess up from time to time, but it’s how we address the mistakes that really matters.

Read More →
Jennifer Rappaport, CEO of EFG Companies, stands in a conference room wearing a bright pink suit, with the EFG logo visible on the wall behind her.
Dealer Opsby StaffAugust 1, 2025

Top Questions From Dealers Reflect State of Industry

EFG Cos. says challenging times demand sound counsel during second half of 2025.

Read More →
Dealer Opsby StaffJune 18, 2025

TSD Mobility, Canopy Connect Partner to Ease Insurance Verification

The new integration is intended to bring streamlined functionality to rental agents and dealerships.

Read More →
Ad Loading...
F&Iby StaffApril 2, 2025

DOWC Powers the Future of F&I for NESNA

Company is providing a fully integrated F&I administration model to Nissan Extended Services North America’s dealer network.

Read More →